Demand-Side Sales 101

What Hacker News says

1. anh690136Sep 2024
   I remember how tricky it was when I first started doing user interviews, so I thought sharing some interview templates might be helpful for other founders

   The goals of an interview are different depending on what you’re exploring. For me, these chats focused on understanding user struggles and needs.

   My template is built from a combination of insights from:

   1) A must-read for user interviews: The Mom Test by Rob Fitzpatrick. It shows you how to uncover user needs with as little bias as possible.

   2) Another great read: Demand-Side Sales 101 by Bob Moesta & Greg Engle. It helps you understand the user's “job to be done,” so you can align your product and messaging with their needs.

   3) Other newsletters, and blogs I came across

   So here's the template that guided me through 200+ interviews.

   P/s: I’d love to hear your thoughts or feedback —feel free to drop a comment!

   Show morethread
2. ronancFeb 2024
   I've had great success with Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

   "For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste.

   Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all.

   Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives--demand-side sales.

   Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson--you'll want to help people make progress."

   https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr...

   Show morethread
3. laurexOct 2023
   Just to add to this, a few things that can help: The Mom Test by Rob Fitzpatrick, Demand-Side Sales 101 by Bob Moesta, Continuous Discovery Habits by Teresa Torres, and this article on Risk Taxonomies by Marty Cagan https://www.svpg.com/product-risk-taxonomies/
   thread
4. asplakeApr 2022
   Start with Why: great title, found the audiobook extremely tedious. In my experience, the deep Why for a thing’s existence is almost always best approached laterally.

   A workshop tool I created: Celebration-5W [1], the Who, What, When, Where (have some fun with this one), and Why of the celebration you’re going to have when you’ve achieved your next big breakthrough. CC-BY-SA.

   [1] https://www.agendashift.com/resources/celebration-5w

   Edit: A much better book is Bob Moesta’s Demand-side Sales 101. Not just for salespeople, it’s the best treatment of jobs-to-be-done (JTBD) that I have come across. Who, When (their “struggling moments”), and How you might help them make progress.

   Show morethread
5. luthfurApr 2021
   So I can kind of see what you are trying to get at with your product. There are 3 books I recommend you read to help you further:

   1. "Competing Against Luck" by Clay Christensen https://www.amazon.com/Competing-Against-Luck-Innovation-Cus...

   This book will teach you how to look at the market from a jobs-to-be-done perspective. People don't want products, they want progress. They will hire a product to do a job for them towards that progress. It will help you understand where your product fits in ie. you should be able to answer the questions "what job can my product be hired to do?", "what progress does it help make? and for whom?"

   2. Obviously Awesome https://www.amazon.com/Obviously-Awesome-Product-Positioning...

   This is a book on Positioning by April Dunford. It's absolutely fabulous! It will help you understand how to position your product in the market and how to clearly communicate your benefits to them.

   3. Demand-side Sales by Bob Moesta https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr...

   This is a sales book that explores things from a jobs-to-be-done perspectives. I have found his frameworks extremely helpful.

   These 3 books taken together will help you understand your market better, communicate with them more clearly and position your product in a way that the market gets it. More importantly, working with your target market in this way will help you reshape the product towards something they will eventually want to buy.

   Hope this helps!

   Show morethread
6. djkzSep 2020
   Bob Moesta's new book has some good pointers on it, it's currently on sale on Amazon: https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr...
   thread